CHARACTERIZING NEGOTIATION MODEL OF SELECTED LEADERS IN PHILIPPINE INSTITUTIONS

This study tested the Fisher & Ury principled negotiation features for a solution-based bargaining. A total of 68 respondents were chosen for their leadership, managerial and administrative roles in various organizations in the Philippines and made them answer the questionnaire derived from the Getting to Yes, which is a monumental publication of Fisher and Ury. The respondents were measured as to their agreement and subscription to principles of negotiation including soft negotiation, hard negotiation and solution-based negotiation. The study revealed that the respondents mainly subscribe to the solution-based negotiation, but to some extent, they also succumb to soft-negotiation. This overlapping of the strategy to negotiation is brought by the cultural and political influences of the person’s in authority. It was noted that the masculinity and femininity of the men and women in power have impact on the kind of negotiation principle that they subscribe to during bargaining process.